silence

Sellers who can't handle silence get hung up on 30% more in the first 30 seconds of a cold call according to Koncert.

I've trained thousands of sellers who ask a question and can't handle a 3 second pause.

So they fill it and kill the call.

How do you fix this?

Ask a question. Mute your mic, take a sip of water and keep your mouth shut.

Do whatever you need to resist the urge to speak.

And it's not just questions. If you're running through 3 problems on a call, pause for 2 seconds after each one before moving to the next.

Give the other person a chance to come in.

Silence isn't awkward. It's where deals start.

Cheers,

Michael Hanson

CEO Cosmic Growth